The Insura-Preneur Podcast

How to Install a Growth Ritual in Your Agency

Every agency owner says they want growth. Few actually ritualize it.
In this episode, Michael Jans pulls back the curtain on the simple but powerful “Growth Ritual” that keeps agencies on track month after month.
You’ll discover:
Why your P&L is a lagging indicator—and what you should track instead.
The Rule of 50 (and why it’s the ticket into premium valuation lanes).
How to use the Four Tributaries of Income (referrals, retention, revenue per customer, and new customers).
The ACOR framework—Attract, Convert, Optimize, Retain—and how to use it as a monthly diagnostic.
The cultural ritual Michael used as CEO to hardwire growth into his team.
Plus: insider announcements, free strategic tools, and the launch of Michael’s new short-form podcast: The Insura-Preneur News Brief.
👉 If you’re serious about growth and valuation, you’ll want this in your calendar.

Up-Market, High-Margin, Built to Last: Lessons from Pasadena Insurance

When you peel back the layers of most “successful” agencies, you find mediocrity hiding behind luck and inertia. Not here. In this episode, Michael Jans sits down with longtime Mastermind member Frank Karkowsky to reveal the real drivers of a Rule of 50 agency—where growth, margins, and valuation stack up in the top tier of the industry.
Here’s what you’ll discover:
The deliberate decision to move up-market—and why Pasadena Insurance rejected the “small account ceiling.”
How adding benefits and high-value personal lines created handcuffs that lock in retention.
The “agency-within-an-agency” approach that turns every department into a self-sustaining growth engine.
Why investing in culture, producer systems, and client experience isn’t fluff—it’s strategy that drives EBITDA and valuation.
Whether you're chasing growth, improving EBITDA, or engineering a higher valuation, this episode is packed with strategies you can apply today.
🎧 Listen now on Spotify, Apple, or wherever you get your podcasts.

How the Right Niche Can Add 30% to Your Agency’s Valuation

In this episode, Michael Jans reveals the most overlooked growth lever for independent insurance agencies — and why agencies that master this one move consistently grow faster, make more per client, and sell for 15–30% higher multiples.
You’ll discover:
Why niching down accelerates revenue, retention, and profitability
The math behind a 60%+ income difference between two markets
Michael’s Bullseye Market Selector — a 10-factor framework for choosing your ideal client profile
How your market choice impacts valuation (with real numbers!)
Where AI and niche authority intersect to create lasting competitive advantage
📥 Want the Bullseye Market Selector Tool free? Email michael@michaeljans.com and I’ll send it to you.

How to 27X Your Email Results: The Science, the Campaigns, the AI Edge

Most agencies are leaving money on the table—and they don’t even know it.
In this episode, Michael Jans reveals the 10 science-backed optimization levers that can take your email results from “meh” to 27X better. You’ll discover:
The core campaigns every agency must run to attract, convert, optimize, and retain clients
Why “event triggered campaigns” beats manual campaigns by 260%
How AI-powered GPTs make “done-for-you marketing” possible
The “Social Proof Bomb” that accelerates conversion rates instantly
If you’ve ever wondered why some agencies dominate while others stall… this is the episode that answers it.
🎧 Listen now and unlock the science behind high-performing campaigns.

The 4 Levels of AI Mastery for Independent Insurance Agencies

AI isn’t coming — it’s here. And for independent insurance agencies, it’s not optional anymore. In this episode, Michael Jans breaks down the 4 Levels of AI Mastery that separate agencies that soar from those that vanish.
Inside, you’ll discover:
Why “Traditional Tom” will lose to “AI-Enabled Sarah” every time
How agencies are using AI to double growth while working fewer hours
The simple framework to assess your agency’s AI maturity today
Why mastering Advanced Prompt Engineering (APE) is a game-changer
What it will take to become an AI-Native Agency in the next 24–36 months
Whether you’re skeptical, curious, or already experimenting, this episode shows you exactly where your agency stands — and how to move up the ladder fast.
🎧 Listen now and future-proof your agency’s growth, profitability, and valuation.

The Silent Cyber Threats That Could Shut Down Your Agency — And How to Turn Them Into Revenue

Your agency might already be compromised — and you wouldn’t even know it.
Worse, you could face an E&O claim if a client suffers a breach you never warned them about.
Cyber expert Jack Kudale (CEO & Founder of Cowbell, EY Entrepreneur of the Year) returns to reveal the new wave of attacks hitting independent insurance agencies — and why most owners are dangerously unprepared.
It’s not just ransomware anymore. The real threats now are social engineering scams and third-party platform exploits that can drain your accounts, lock you out of your systems, or steal your client data — all before you know what’s happening.
In this episode, you’ll discover:
The 5 must-do protections every agency should implement today
How to use these same steps as a sales conversation to sell more cyber coverage
Why you might be one employee click away from total shutdown
How third-party apps create silent backdoors into your systems
Why AI is both a savior and a saboteur in the new cyber war
🎧 Listen now — walk away with a checklist that could keep your agency open, protect your clients, and grow your book — even if you’re not a cyber expert.

5 Strategies to Boost Revenue per Customer

In this episode, Michael Jans walks you step-by-delicious-step through 5 powerful ways to dramatically increase revenue per customer—boosting retention, profitability, and ultimately, agency valuation. You’ll learn how to turn service calls into money calls, run account reviews like a business unit, and future-proof your agency against AI-powered competitors. Plus: Michael shares a sneak peek into the tools being built for the AI Growth Academy, including the Email Genius GPT, Website Wizard GPT, and more. If you're serious about growth, this is your playbook. 

Strategy: The 7 Decisions That Will Shape Your Agency’s Future

If you’re the principal of an independent insurance agency, there’s one role only you can play: strategist. In this episode, Michael Jans breaks down why strategy—not tactics—is the single most powerful lever for growth, profitability, and ultimate valuation.
Discover:
The 3 historical phases of agency strategy
Why AI adoption and niche focus are now mandatory
The 7 strategic decisions every agency principal must make
If you’re serious about growth, legacy, and peak valuation, this episode is your roadmap.

Why Most Agencies Blend In—And How to Stand Out for Good

Most agencies are “just another insurance option.” Not you.
In this episode, Michael Jans reveals the true origin and power of the Unique Selling Proposition—drawing on lessons from advertising legends, Dan Kennedy’s 7-point framework, and decades spent guiding agencies to top-tier growth, margin, and valuation. You’ll learn:
The real reason most agencies get ignored—and how to never blend in again
How Rosser Reeves and Madison Avenue created the original USPs (and why they still work)
Kennedy’s 7 secrets for a USP that builds your business from the inside out
The single question every client is asking (even if they never say it)
Plus: A powerful family story you won’t forget
Ready to build the USP that sets you apart—and wins?
Download your free USP brainstorm prompt at ValuationPlaybook.com or email michael@michaeljans.com for direct access.

The AI Divide: Why the Future of Insurance Belongs to the Bold

AI isn’t coming. It’s crashing—right now—into the heart of the independent insurance agency. In this episode, Michael Jans breaks down the most transformational shift the industry has ever seen: the rise of artificial intelligence and how it’s rapidly separating tomorrow’s winners from the agencies that will vanish.
You’ll learn:
Why “using” AI isn’t enough—why mastery is the new competitive edge
The four pillars of AI-powered agency advantage (with actionable examples)
What top industry research says about the AI arms race—and what agile agencies are doing right now to seize first-mover advantage
How advanced prompt engineering, custom GPTs, and agency-specific AI can deliver market domination, higher retention, and peak valuation
Plus: Michael’s exclusive “Daily Briefing” tool and a straight-shooting offer for early access to the upcoming AI Growth Academy
Whether you’re ready to lead—or worried about being left behind—don’t miss this deep dive into the strategies, tools, and mindset shifts that will define the next era of insurance.
Subscribe now, and get ready to build the agency of the future—starting today.